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Learn from the brightest minds how to predictably and efficiently grow revenue.
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded...
In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
Progression in a Sales Ops Role with Susan Metz, Senior Manager, Sales Operations at Turnitin
In this episode of Sales Ops Demystified, Tom Hunt is joined by Susan Metz, Senior Manager, Sales Operations at Turnitin. They discuss why a salesperson might transition into a sales ops role, the lessons she learned during her career in sales ops, and how TurnItIn handles acquisitions from a Sales Ops perspective.
Transition into a Sales Ops role
A Salesforce Admin certification is a great way for busy salespeople to transition to a less hectic and more peaceful lifestyle in sales ops. This is particularly useful for those who wish to work remotely and want to avoid traveling. You may not become a Sales Ops manager right away, but a transition to sales ops that begins in an analyst role will help solidify your work experience.
Susan had previously traveled as a Google Apps trainer and Salesperson, but it became more difficult to do after having two children. She completed her Salesforce Admin certification and Pardot certification with hopes to move into a calmer lifestyle with remote work.
Turnitin sales team structure
Turnitin has close to 250 people in the sales group across eight different teams: six of them being regional sales teams and two being product-focused sales teams.
They are supported by ten sales ops people in a globally distributed remote team.
Susan’s observations in her Sales Ops career
Over her career, Susan has realized the core difference between sales enablement and sales ops. She has helped her team at Turnitin to also understand this difference.
It’s important to decide where you want the Revenue Operations team to function. They could work from a sales perspective, a finance perspective, a customer success perspective, or an IT perspective. While sales is a natural home for revenue ops, its partnerships with other teams are also crucial.
Merging several Salesforce instances after major acquisitions
Turnitin has had three major acquisitions over the past eighteen months. This has resulted in the need to merge and integrate the sales ops teams.
The biggest challenge is to ensure the teams can still access their data and that work doesn’t stop during the transition. A secondary but major challenge is to create a singular Salesforce instance for additional sales processes, record types, languages, and currencies.
It’s a fun and interesting transition, but the team must ensure they follow timelines.
Major focus of Turnitin Sales Ops team in 2021
They just migrated their customer-facing and internal collateral to HighSpot, which will also function as their Sales LMS for training and product certification. They spent quite a bit of time planning their architecture which helps them focus on building the excitement for the product.
Going forward, they will have to go through many data cleanup tasks as they integrate several instances. Their sales process will also change in this period.
- The Role of Sales Ops in Acquisitions with Chris Fezza of AdminWithin
- Consultant – Sales Operations and Sales Enablement: Ed Staten
- The Six Pillars of Revenue Operations with Rhys Williams, VP Revenue Operations at Convercent